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Article: Make things happen. (Sales Edge) (Column)
- Article from:
- Doors and Hardware
- Article date:
- April 1, 1994
- Author:
CopyrightCOPYRIGHT 1994 Door and Hardware Institute. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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Many companies have radically altered their strategic plans responding to the changing marketplace. When strategy changes at the corporate level, it forces business units to reassess their position and define a new direction. Sales and marketing executives must communicate this new strategy to their salespeople. They usually hold a sales meeting to announce the new strategy, which may include new financial and operational objectives. However, they often omit the behavioral component that defines specifically what salespeople need to do to successfully implement the new strategy. Consequently, salespeople don't always know how their actions impact the final outcome.